Pre-Sales Activities [Sales Process Part 2 of 9]

The video tutorial outlines three key pre-sales activities: qualification, preparation, and approach. Qualification involves identifying prospects with money, influence, need, and time pressure. Preparation requires thorough research and resource gathering to be ready for sales meetings. The approach focuses on setting up meetings and building relationships with gatekeepers. The tutorial emphasizes the importance of evaluating prospects' influence, understanding their needs, managing time pressure, and disqualifying unlikely prospects.

What are the three pre-sales activities mentioned in the video?

• Qualification, Preparation, Approaching

• Negotiation, Closing, Follow-up

• Research, Selling, Closing

• Marketing, Advertising, Selling

Which factor is NOT part of the MINT criteria for qualifying a prospect?

• Influence

• Money

• Need

• Technology

Why is it important to understand the decision process of a prospect?

• To know their favorite products

• To determine their budget

• To influence their buying decision

• To match their needs with your product

What is a key activity in the preparation phase of the pre-sales process?

• Researching the organization and individuals

• Closing the sale

• Setting up a meeting

• Negotiating prices

Which of the following is NOT a resource you might gather for a sales meeting?

• Samples

• Brochures

• Case studies

• Personal anecdotes

What is the main goal when approaching a prospect for the first meeting?

• To build a relationship with the gatekeeper

• To present the product

• To negotiate the price

• To close the sale

Why is it important to build a relationship with the gatekeeper?

• They have the final say in the purchase

• They provide feedback on the product

• They determine if and when you meet the prospect

• They can influence the buying decision